The other day I was talking to a friend who had changed jobs at the beginning of the year and he came to tell me about his disappointment with his job and his manager in particular. At first it didn’t surprise me too much and I blamed it more on…...
Great Sales Managers Answer “Yes!” To These 4 Questions
This article provides four questions that you can ask a sales manager to quickly judge if he or she is a great sales manager, or not. If you currently are a sales manager, ask yourself these four questions to assess your own sales management skills and areas for improvement. Do all of…...
How to Teach Empathy for Sales Teams
Can Empathy be taught? Empathy has always been a necessary part of a successful sale. Heck, I believe it’s a necessary part of being human, having happy relationships, being good at your job and leading a full life. Before COVID-19 happened, empathy was taken for granted. Now, however, in the…...
The Definitive Guide to Sales Management
The purpose of a sales manager is to provide their salespeople with everything they need to succeed, including coaching, training, and motivation. The actions of a successful sales manager can include anything from overseeing the onboarding of a new sales team member to firing a salesperson who wasn't ever going to cut…...
How Effective Sales Managers Improve Team Accountability & Performance
Effective sales managers focus on building more team accountability and performance. An accountable sales team is the byproduct of an effective sales manager who holds salespeople accountable for daily behaviors, activities, and results. Effective sales managers improve the team’s sales performance when they commit to consistent coaching and adopt the…...
7 Lessons for Leading Sales Orgs in a Recovering Market
For many sales organizations, it’s been a challenging few months. As Scott Barker, Sales Hacker’s Head of Partnerships, put it in our recent webinar, “Mastering the Transition to Digital Selling”: There aren’t very many jobs where you’re put in an environment where you almost feel guilty for doing your job. This…...
Playing for Keeps: Retaining and Growing High Performers
Jessica Klek is RVP of Enterprise Sales at SalesLoft, the leading sales engagement platform, helping sales organizations to deliver a better sales experience for their customers. I’ve always been intentional with my career. Even though my plan has changed many times, just having a plan gets you where you need to go.…...
5 Ways to Get Great Results from Your Sales Team!
Is your sales team struggling to meet their quotas? While even the best sales pros experience one or two bad months per year, witnessing deteriorating performance month after month should be a cause for concern. Not only is your sales team responsible for selling a brand's products or services,…...
The Definition of Sales Management – What’s Missing
The state of sales management in many companies is disturbing. Consider these stats from our Top-Performing Sales Organization study:66% of companies do not believe their sales managers have the skills needed to manage and coach sellers. Elite performers are 2.4x more likely to agree that sales managers and leaders are…...
Are First-Line Sales Managers In Danger Of Extinction?
The sales landscape has changed dramatically over the past decade as modern and empowered buyers, new technologies and competitive pressures forge new realities. This confluence of factors has imperiled various sales roles, creating adapt-to-survive imperatives.For example, nearly three years ago, Forrester Research predicted (registration required) the impending death of the B2B salesman…...
The 10 Vulnerabilities of Discouragement
Turning an ember into a flame takes skills. But any fool can throw water on enthusiasm.Source - Read More at: leadershipfreak.blog10 characteristics of discouragement that are profoundly insightful . I challenge anyone to read these and tell me they do not ring true. Better still, 7 easy ways to BUILD MORALE. This one needs…...
Two Powerful Life Lessons for Sales Managers and Salespeople from Jordan Spieth’s Caddie – Mike Weinberg | The New Sales Coach
Sales Managers – when your people are whining about life not being fair, nasty competitors, moronic procurement policies, the lack of leads, their lame territory, how do you respond? And when they are done venting, do you set them straight or allow them to wallow in pity playing the victim?…...
10 Traits of Managers Whose Teams Are Happy to Come to Work
The last thing any manager wants their team members to do is dread coming to work each day. Because people spend the majority of their time at work, it is important managers do all they can to make that time enjoyable, exciting and well-spent.A dictatorial manager who lacks empathy or…...
